I'm frequently asked, "Glen, what do you think is the best skill a salesperson should develop?" Its a tough question if I choose to make it a tough question.Here's the reality, if you asked me to answer the question immediately, here's how I would respond:
Listening
Most reps have no idea how to listen. It's unfortunate. (or fortunate, if you're competing against them)
So, here's the short lesson plan:
1. Shut Up - yes, stop talking. Ask your carefully prepared, open-ended, customer specific question, and keep the lips sealed - tight!
2. Make Eye Contact - don't stare, focus on the bridge of their nose, and avoid the desire to look away.
3. Listen, Listen, Listen - take notes
4. Master the Art of Small Acknowledgement Noises - don't over do this
5. Discern - learn to read between the lines
Master the skill of Listening and achieve your goals in 2013
